As a Proposal Manager, you will lead the development of complex commercial proposals, typically valued at over $5M, supporting the Outage & Maintenance Services (OMS), Engineered Solutions (ES), and Instrumentation & Controls (I&C) business units.

You will be responsible for managing the entire offer development process, with particular ownership of the commercial proposal, pricing strategy, and governance process. Working closely with cross-functional teams, you will ensure proposals are competitive, compliant, financially sound, and submitted on time.

Reporting to the Proposal Management Director, you will play a key role in securing profitable business opportunities while supporting Westinghouse's growth objectives.

Key Responsibilities

Proposal & Offer Management

• Lead the development of complex proposals and commercial offers from receipt of the Request for Quotation (RFQ) through final customer submission.
• Develop and maintain the offer schedule, ensuring all customer requirements and internal governance milestones are achieved.
• Prepare and manage the Division of Responsibility Matrix (DORM) and communicate responsibilities to proposal team members.
• Analyze RFQ requirements and coordinate inputs from all stakeholders.
• Organize and facilitate:
  • Bid/No-Bid reviews
  • Proposal kick-off meetings
  • Offer status reviews
  • Governance approval meetings
• Coordinate proposal development activities with Customer Solutions Managers, Account Teams, Contracts, Legal, Finance, Supply Chain, Quality, Tax, Treasury, and EH&S teams.
• Consolidate technical, commercial, contractual, and financial inputs into customer-specific proposal templates.
• Ensure all customer requirements are accurately addressed and incorporated into the final proposal package.
• Coordinate proposal reviews, consolidate comments, and prepare final submission documents.
• Ensure complete and timely proposal submission through customer portals, email, or other required channels.
• Maintain opportunity data, forecasts, and proposal information within CRM systems (Microsoft Dynamics).

Commercial & Pricing Leadership

• Own and manage pricing for large and complex proposals.

• Collaborate with Customer Solutions Managers to develop accurate cost models and financial assumptions.

• Consolidate costs, overheads, escalation factors, management reserves, and margin expectations into a robust pricing model.

• Ensure pricing is aligned with customer requirements and Westinghouse governance approvals.

• Develop payment term recommendations and contribute to project cash flow projections.

• Prepare commercial proposal sections, including:

  • Pricing
  • Terms and Conditions
  • Terms of Payment
  • Proposal validity periods
  • Commercial assumptions

• Ensure consistency between technical scope, project assumptions, costs, and approved commercial parameters.

Governance & Compliance

• Ensure full compliance with Westinghouse policies, procedures, and governance requirements.
• Determine the appropriate Limit of Authority (LOA) approval level and required approvers.
• Prepare LOA documentation and supporting presentation materials.
• Coordinate LOA reviews and approval meetings with senior leadership.
• Capture meeting notes, decisions, approvals, and action items.
• Maintain governance records and ensure proper archiving of approved documentation.
• Ensure traceability of management decisions throughout the proposal and negotiation process.

Customer Engagement & Negotiation Support

• Support commercial negotiations through contract award and signature.
• Work closely with customers and internal stakeholders to clarify requirements and resolve commercial issues.
• Ensure alignment and communication across all stakeholders during negotiation phases.
• Support smooth project handover following contract award.
• Oversee order entry activities in SAP and customer acknowledgement processes.

Business Support & Continuous Improvement

• Support achievement of business objectives, including:

  • Order Entry targets
  • Margin As-Sold performance
  • Pipeline growth
  • Market share expansion

• Contribute to sales strategy implementation and opportunity development.

• Support risk reviews and identification of mitigation strategies.

• Develop and maintain strong relationships with customers, partners, and internal stakeholders.

• Promote best practices and continuous improvement within proposal management activities.

Accountabilities

You will be responsible for:

• Delivering high-quality, compliant, and competitive proposals.
• Ensuring commercial and financial robustness of proposal submissions.
• Managing proposal governance and executive approvals.
• Supporting successful negotiations and contract awards.
• Driving proposal execution excellence while maintaining compliance with Westinghouse procedures.
• Contributing to profitable growth across the assigned business portfolio.